Yes, it’s true that top sales reps have great skills. But they could not succeed without an effective sales operations team to support them. As a CEO or as a Sales Leader, you understand the value of getting your sales teams to perform at their highest potential. And also the value of having right tools[…]

Following up on the previous post on Distribution Excellence, in this post, we explore some key questions around “Channel and Sales Operations Nirvana” for CEOs, CSOs (Chief Sales Officers / Heads of Sales) and CDOs (Chief Distribution Officers). Is aspiring for this Nirvana possible in a world where increasingly the power equations are tectonically shifting[…]

When it comes to Channel management and incentive compensation management, Microsoft excel is the go-to software for all organizations – big and small. And that is where the problem usually begins. While smaller organizations can meet objectives given their scale, for larger organizations this becomes an issue. IBM found the same when it conducted a[…]

Increasing sales and channel productivity while decreasing the cost of sales is among the Top 3 goals for any channel intensive consumer oriented business, if not THE No. 1 goal. For businesses like insurance, retail financial services, fast moving consumer goods, telecom, consumer durables and such, the channels are as important, if not more so,[…]

Hi there! If you are a Sales leader, I want you to join me in a little game of imagination. For a moment, imagine you are an airplane pilot. Now imagine you are flying through clouds and can’t see a thing outside. Of course, you have the row of instruments in front of you to[…]

How often have we heard a CEO or Head of Sales say that their first strategic priority is to increase productivity of their sales teams? In fact, all of them recognize that helping their sales teams to perform better is the single biggest key to being successful. And yet, sales operations or sales enablement is[…]